In this role you will have sales leadership accountability for a defined territory and have a unique opportunity to impact a group of engaged and energetic salespeople across multiple locations. You will be responsible for business planning, process implementation and improvement, talent management, and setting and managing within a regional sales budget. In addition, you will oversee and maintain quality touchpoints with customers and both internal and external networks to support sales growth and generate revenue.
DUTIES AND RESPONSIBILITIESThe duties and responsibilities of this position consists of, but are not limited to, the following:
Strategic Business Planning and Management:- Collaborates with functional leadership to develop annual regional sales plan that aligns to new and existing commercial sales growth objectives
- Defines and executes regional sales and growth strategy for both new and existing/low wallet customers, and actively manages and adjusts short and long-term plans as necessary
- Builds, manages, and leverages internal relationships (i.e., pricing teams, solution design, Customer Shared Services) to ensure collaboration and maximize efficiencies and results
- Utilizes analytics to drive improved business decision making, optimize performance, and leverages organizational resources to help improve results
- Develops strong knowledge of industry trends and market drivers related to modes, products, services, pricing, and sectors that may impact strategic planning or execution
Business Growth and Development:- Manages the identification of new and existing customer opportunities, assigns leads and aligns team resources to effectively execute sales and account growth strategies to achieve volume and revenue growth for the region
- Actively manages sales and customer growth at the regional level by employing sales management disciplines, including ensuring the regular completion of sales management reviews (SMRs), pipeline reviews, field evaluations, etc.
- Identifies, defines, and supports opportunities to generate revenue (upsell, cross-sell, resell CHR services) within the region
- Oversees regional sales teams, sales plans, and pipelines
- Develops key performance indicators ("KPIs") and reports against defined success metrics
- Manages and executes win by design sales process including, prospecting, discovery, solution design, proposing and closing, and ensures regional sales team manages leads and pipelines effectively
- Evaluates region's sales plans, goals, activities, and results
- Identifies high-potential customers and manages corresponding growth plans
- Promotes and drives cross-functional and cross-regional collaboration (i.e., creation of deal teams within and outside the region, alignment of resources and support as needed, identifying, and sharing best practices, etc.)
- Collaborates with account management teams to ensure effective transition to implementation
- Utilizes technology, tools, and defined processes to support sales (i.e., RFPIO, CRM, Navisphere Analytics, etc.) and serves as point of escalation for rule compliance issues
- Partners with internal stakeholders to ensure collaboration, quality execution, issue escalation and resolution, etc. to meet customer expectations
- Actively interfaces with customers to present business opportunities, respond to RFIs/RFPs, and maintain ongoing relationships
- Possesses a broad understanding of C.H. Robinson's products, services, resources, and technologies and leverages those appropriately to identify opportunities, drive sales growth with new and existing customers, and establish new supply chains and business models
- Partners with legal to oversee contract management, including the ability to negotiate, understand and discuss contracts with new prospects and existing customers
Financial Management:- Sets and executes against regional sales P&L, budget, volume, and margin expectations
- Monitors daily, monthly, quarterly reports and analytics to monitor budget impacting metrics (i.e., volume, sales, productivity, capacity, etc.) and adjusts regional sales strategy and resources accordingly
Talent Management:- Supports the growth of talent via performance and development through both formal and informal performance management, including SMRs, field evaluations and pipeline reviews, coaching and feedback, and developmental tools (PDPs)
- Identifies regional skill and development needs and collaborates with functional leadership and internal resources to address gaps
- Assesses, calibrates, and manages talent, leveraging analytics and observation to align resources appropriately, focuses on and advocates for individual and team development, career pathing and succession planning
Leadership: - Cascades communications to employees as appropriate, including information on organizational or divisional initiatives, announcements, etc.
- Stays informed of external product, industry, and sector knowledge
- Actively leads and drives process and/or service improvements and change management activities
- Manages internal peer relationships to ensure collaboration, knowledge sharing, and process improvements
- Manages internal and external conflicts appropriately with a focus on resolution
QUALIFICATIONSRequired:
- High School Diploma/GED
- Minimum 5 years of sales leadership in the logistics industry
- Minimum 3 years of direct or indirect people management experience
- Minimum 5 years of consultative sales experience with demonstrated success generating revenue or business growth in a client facing role.
- Proven ability to define a regional or multi-location sales strategy
- Ability to travel up to 50% travel (primarily within a region)
- Strong technical writing skills
Preferred:
- Bachelor's degree from an accredited college or university
- Strong knowledge of C.H. Robinson's carrier and customer-facing business, including pricing strategies, reporting and analytics
- Experience managing financials for a business segment
- Ability to understand and communicate financial metrics, including P & L and apply financial and operational data to make sound business decisions
- Ability to work independently to effectively manage sales growth
- Experience consulting with multiple stakeholders across varying organizational levels, both internally and externally
- Strong written and verbal communication skills, including proficiency presenting to both internal and external audiences
- Demonstrated negotiation, collaboration, relationship building and influencing skills
- Ability to work in a matrixed work environment
- Proficient in Microsoft Office Suite of programs
- Values a diverse and inclusive work environment
We will review applications for this role on an ongoing basis and encourage all interested candidates to apply at their earliest convenience.
Compensation Range$102,700.00 - $231,100.00
The base pay range displayed on each job posting reflects the minimum and maximum base pay for the position across all U.S. locations. Your individual base pay within this range is determined by work location, which takes into account geographic cost of labor, and additional factors, including job-related skills, experience, and relevant education or training. Compensation details listed in this posting reflect the base pay only and do not include additional variable compensation.
Questioning if you meet the mark? Studies have shown that some individuals may be less likely to apply unless they match the job description exactly. Here at C.H. Robinson, we're building an inclusive workplace where all employees feel they belong. If this position excites you, we welcome you to apply whether you check all the preferred qualifications or just a few. You may just be our next great fit!
BenefitsYour Health, Wealth and SelfYour total wellbeing is the foundation of our business, and our benefits support your financial, family and personal goals. We provide the top-tier benefits that matter to you most, including:
- Three medical plans which include
- Prescription drug coverage
- Enhanced Fertility benefits
- Flexible Spending Accounts
- Health Savings Account (including employer contribution)
- Dental and Vision
- Basic and Supplemental Life Insurance
- Short-Term and Long-Term Disability
- Paid observed holidays
- 2 paid floating holidays for U.S. hourly employees
- Flexible Time Off (FTO) offered to U.S. salaried employees - no accruals and no caps. Paid Time Off (PTO) offered to all other employees in the U.S. and Canada
- Paid parental leave
- Paid time off to volunteer in your community
- Charitable Giving Match Program
- 401(k) with 6% company matching
- Employee Stock Purchase Plan
- Plus a broad range of career development, networking, and team-building opportunities
Learn more about our benefit offerings on our BENEFITS & WELLBEING page
